Course Credits:
• This course is required to attain the SRES® Designation.
• Counts as one elective course to be applied towards the ABR® Designation.
• Counts as an elective to be applied towards the RSPS Certification.

Duration:2 days (classroom course)

Format:Classroom

Course Objective

This course helps real estate professionals develop the business-building skills and resources for specialization in the 50+ real estate market by expanding knowledge of how life stages impact real estate choices, connecting to a network of resources, and fostering empathy with clients and customers.

Course Outline and Learning Objectives

Below is a topical outline of the SRES® Designation course.

Chapter 1: Generations
• Learn distinguishing characteristics and trends of the 50+ market so that you can discern them in your own market area.
• Challenge stereotypes and draw valid generalities about 50+ real estate clients and customers.

Chapter 2: The 50+ Market
• Adapt your communication and interpersonal approach to match generational expectations and preferences.
• Raise awareness of some dos and don'ts when striving to gain and serve the 50+ market.

Chapter 3: 21st Century Retirement
• Consider how the economic challenges affect retirement plans and real estate choices.
• Develop sensitivities to 50+ issues and priorities when working with buyers and sellers, listing and showing properties, and managing transactions.

Chapter 4: Aging in Place
• Learn definitions of aging in place.
• Recognize how to make a home safe and comfortable for aging in place.
• Raise awareness of the issues and factors that influence the decision to make a move as well as choose a community and property selection.
• Evaluate your market area's attractiveness to the 50+market.

Chapter 5: Independent Living and Chapter 6: Housing Options for Assistance
• Master the vocabulary of the range of housing options for the 50+ market.
• Learn the application of the federal Housing for Older Persons Act (HOPA ).
• Identify key life stages and transitions in relation to housing choices.
• Gain an understanding of how Medicare, Medicaid, and Social Security impact the real estate decisions of 50+ clients and customers.

Chapter 7: Financing Options
• Learn about the uses, benefits, procedures, and issues involved in reverse mortgages and other forms of home purchase finance.

Chapter 8: Tax Matters
• Gain an overview of tax issues of concern for 50+ clients and customers.
• Recognize situations in which a tax-deferred 1031 exchange is possible and advantageous.

Chapter 9: Legal Matters
• Maintain focus on the transaction and avoid inappropriate involvement in family matters.
• Manage legal liability risks, avoid conflicts of interest and maintain confidentiality of information when providing services for 50+ clients and customers.

Chapter 10: Marketing and Outreach
• Develop business-building outreach methods for communicating and gaining the 50+ market.
• Adapt presentation and counseling methods for 50+ buyers and sellers.
• Integrate social media effectively to serve the 50+ market.

Chapter 11: Working with Buyers and Sellers
• Develop services that win and sustain client and customer relationships and position you as a trusted real estate advisor.
• Adapt presentation and counseling methods for 50+ buyers and sellers.
• Counsel clients on preparing and staging a property for sale.
• Maintain focus on the transaction and avoid inappropriate involvement in family matters.
• Recognize financial schemes and scams that victimize the elderly.

Chapter 12: Building a Team and Resource Bank
• Assemble a team of experts to help you serve 50+ clients and customers.
• Compile a knowledge bank about your market area's housing options, programs, resources, and services for 50+ clients.
• Use your knowledge bank as a business-building tool.